From 9631d7d41cda5b8147c20b62b60f8846030cb420 Mon Sep 17 00:00:00 2001 From: Paul Trowbridge Date: Fri, 9 Feb 2018 17:04:06 -0500 Subject: [PATCH] add sales plan --- sales_planning.md | 47 +++++++++++++++++++++++++++++++++++++++++++++++ 1 file changed, 47 insertions(+) create mode 100644 sales_planning.md diff --git a/sales_planning.md b/sales_planning.md new file mode 100644 index 0000000..7cc3b58 --- /dev/null +++ b/sales_planning.md @@ -0,0 +1,47 @@ +A method to planning sales +---------------------------- + +## Summary + +1. copy history + + 1. start with open orders + 2. add orders as placed in past + 1. true-up to current run rate + 1. normalize price for current pricing + 1. will need to idenitfy blocks in the base period that best represent pricing efforts + 2. scale prior periods to match final pricing + 2. exclude expired products/customers + 3. scale new developments to reflect full-year (new products customers) + 4. update cost to current + 5. request date attainment performance + 3. walk prior period sales to new baseline sales as change in run-rate + +2. build in changes to current run-rate + + 1. volume changes + 2. pricing changes + 3. new products (must be defined in future at a mininum) + 4. future cost changes + 5. request date attainment + + + +| timeline | day | running days | responsible | +| -------------------------------------------- | --- | ------------ | ----------- | +| **_establish run-rate sales_** | | | | +| copy history | 1 | 1 | executor | +| identify pricing windows | 1 | 2 | sales team | +| scale windows to match final | 1 | 3 | executor | +| identify expired products/customers | 3 | 6 | sales team | +| eliminate expired volume | 1 | 7 | executor | +| identify new products/customers | 3 | 10 | sales team | +| scale new to full year volume | 1 | 11 | executor | +| **_load new plans_** | | | | +| layer in planned changes not yet implemented | | | | +| identify changes to existing volume | 3 | 14 | sales team | +| load changes | 1 | 15 | executor | +| identify changes in price | 3 | 18 | sales team | +| load changes | 1 | 19 | executor | +| identify new products | 3 | 22 | sales team | +| load new | 1 | 23 | executor |